Dating
Datings Are The Backbone Of The Business!
We are in show business! Our success is determined by our ability to date and conduct shows. Let’s face it, without datings, we have no business. Fortunately for all of us, datings are everywhere!
The more we give away to our host, the more we earn. It’s as simple as that!
There are three main sources of datings:
At your parties
Do your job while you’re at work! It’s much easier to obtain datings at the party than it is to try to obtain them later. Give yourself a goal of obtaining at least three or more datings from every show. One to replace; one to grow; and one for insurance against cancellations. How do you do this? Ask everyone! Offer the opportunity to get free products to every single person at your show. When you shoot for the moon, you’ll land among the stars!
Over the phone
Keep a list of past hosts, customers who may have a party later, friends, relatives, neighbours, co-workers and other people you do business or activities with. Use your customer information slips to call those who attended past parties. Make calls consistently each week to fill in party dates that were postponed and to generate extra business. (See The Power Hour )
Creative datings
Creative datings are literally everywhere and can generate new and fresh party chains for you. Let everyone know what it is you do, and create your own "commercial" about your business. When you’re going about your daily activities, talk to everyone! Always be ready to date... have business cards, a catalogue or brochure handy, and always know your next two available dates!
We are in show business! Our success is determined by our ability to date and conduct shows. Let’s face it, without datings, we have no business. Fortunately for all of us, datings are everywhere!
The more we give away to our host, the more we earn. It’s as simple as that!
There are three main sources of datings:
- At your parties
- On the phone and
- Creative datings
At your parties
Do your job while you’re at work! It’s much easier to obtain datings at the party than it is to try to obtain them later. Give yourself a goal of obtaining at least three or more datings from every show. One to replace; one to grow; and one for insurance against cancellations. How do you do this? Ask everyone! Offer the opportunity to get free products to every single person at your show. When you shoot for the moon, you’ll land among the stars!
Over the phone
Keep a list of past hosts, customers who may have a party later, friends, relatives, neighbours, co-workers and other people you do business or activities with. Use your customer information slips to call those who attended past parties. Make calls consistently each week to fill in party dates that were postponed and to generate extra business. (See The Power Hour )
Creative datings
Creative datings are literally everywhere and can generate new and fresh party chains for you. Let everyone know what it is you do, and create your own "commercial" about your business. When you’re going about your daily activities, talk to everyone! Always be ready to date... have business cards, a catalogue or brochure handy, and always know your next two available dates!
At Your Parties
Your goal at your parties should always be to secure at least two to three datings from every party you hold. One dating to replace the one you did. One dating to grow your business. One dating for insurance (if one dating cancels).
Three Main Reasons Why People Date a Party
1. They had FUN
2. They want the FREE AND DISCOUNTED PRODUCTS
3. They have a WILLINGNESS TO HELP A FRIEND
Three Main Reasons Why People Don't Date a Party
1. FEAR THAT PEOPLE WON'T COME
2. YOU HAVEN'T ASKED
3. PEOPLE ARE BUSY AND CAN'T MAKE A DECISION
What to Do to Date 2-3 Parties From Every Party You Hold
1. Make your party FUN!!!! At your parties its crucial that you make sure all guests have a great time! Be silly, play games, give away lots of prizes!
2. Get people excited about discounted products and receiving things for free! Place dating seeds throughout your demonstration that will get people excited about receiving their favorite products at a discount or free. Dating seeds are a subtle way to plant the ideas of why a guest would want to have a party, without actually saying it. Dating seeds create relationships with your customers instead of coming off as a salesperson. Salespeople think about themselves and what they can get from a party, how much money they can make, and so on. You want to build your sales techniques into casual conversations. You want to always come from a place of service, like, "Let me help you. This is how I will help your guests". Here are some great dating seeds to get guests excited about discounted products and receiving things for free...
"I have more hosts choose this item for free than any other product"
"This is our most popular half-price selection"
"Right now, I have so many people dating parties just to get this product. It is a really popular item right now"
3. Get people excited to help the host receive extra host gifts by dating a party! Have a special gift wrapped for you host. Place the special gift in the Host's hands at the beginning of the party letting everyone know that this is the hosts 2plus gift - which means, if 2 people decide to host a show, she will receive that absolutely free as an added gift. Make it fun and say something like, "So Sarah, I'm going to put this gift in your hands tonight, and I want you to rub it throughout the evening for some good luck!"
4. Overcome your guests fears that people won't come to a party by planting seeds throughout your demonstrations of the benefits this product will provide to their friends. Here are some examples...
"I just did a party in a teacher's lounge after school and this was the best selling item at the party"
"I did an office party the other day, and the ladies went crazy over this product"
"These items are always best-sellers at my bridal parties"
"This is one of my favourite products and it's actually the most popular in our fundraising package"
5. Ask everyone to have a party! How Do I Ask?
First - By using a dating talk at the end of presenting the products but before your bonus game and check out time. A dating talk is one of the most important aspects of your party for encouraging people to host a party. It's a small commercial - a call to action for them to date a party. It should go something like this...
"Ladies, I know you all have fallen in love with many of the wonderful products here this evening, and you're probably thinking to yourself that you aren't able to get everything tonight, and that generous shopping spree would be nice. Well, let me tell you how easy it is for you to get that. It takes one night out of your busy life and a handful of friends. And really ladies, why in the world wouldn't you want to have a party? I'm going to do all the work for you; it takes no more time than the time you've spent here tonight. It's easy and fun! Haven't you had fun this evening? That's how much fun we're going to have with your friends. I'm going to come in, entertain your friends, give them some great ideas. Your friends are going to appreciate you and absolutely love it. And again, why wouldn't you want to have a party? I can't imagine! So, I'm encouraging each and every one of you to say yes, and I will work with you on a date that is suitable for you and your schedule."
Second - By playing a dating game. This gets people to book a party by playing a FUN game!
Third - Follow a checkout procedure with all your customers - this is when they come to you with their order. Key Point - Never ask them, "Cathy, would you like to have a party?" Your customer at this time is deep in thought. They are contemplating their choices and how much money they want to spend. If you ask this question, they are too busy to decide and will say NO. How you want to approach your customer during check out time is to first, validate your customer for their purchase selections, "Oh Cathy, you made a great choice. I know you're really going to fall in love with it", and then lead into the 3 powerful questions:
1. So Cathy, did you have fun tonight?
2. Are there any products that you want but couldn't get tonight?
3. Do you think your friends would enjoy this experience?
When they answer yes to these questions, help them to make a decision by offering choices. For example:
"Cathy, if you were to have a party, what would work better - a weekday or a weekend?" - she says weekend
"Would you prefer a Friday night, a Saturday morning, or a Sunday afternoon?" - she says Sunday afternoon
"Would yo prefer 1pm, 2pm, 3pm?" - she says 2pm
"Great! I have Sunday, February 12 and Sunday, February 19. Would you prefer and earlier date or a later date?" - she says earlier date
"Okay, it sounds like the 12th at 2 pm sounds good for you. I would do the majority of the work, so why don't we go ahead and book it? It would help Kim (current host) and your friends will love it"
Three Main Reasons Why People Date a Party
1. They had FUN
2. They want the FREE AND DISCOUNTED PRODUCTS
3. They have a WILLINGNESS TO HELP A FRIEND
Three Main Reasons Why People Don't Date a Party
1. FEAR THAT PEOPLE WON'T COME
2. YOU HAVEN'T ASKED
3. PEOPLE ARE BUSY AND CAN'T MAKE A DECISION
What to Do to Date 2-3 Parties From Every Party You Hold
1. Make your party FUN!!!! At your parties its crucial that you make sure all guests have a great time! Be silly, play games, give away lots of prizes!
2. Get people excited about discounted products and receiving things for free! Place dating seeds throughout your demonstration that will get people excited about receiving their favorite products at a discount or free. Dating seeds are a subtle way to plant the ideas of why a guest would want to have a party, without actually saying it. Dating seeds create relationships with your customers instead of coming off as a salesperson. Salespeople think about themselves and what they can get from a party, how much money they can make, and so on. You want to build your sales techniques into casual conversations. You want to always come from a place of service, like, "Let me help you. This is how I will help your guests". Here are some great dating seeds to get guests excited about discounted products and receiving things for free...
"I have more hosts choose this item for free than any other product"
"This is our most popular half-price selection"
"Right now, I have so many people dating parties just to get this product. It is a really popular item right now"
3. Get people excited to help the host receive extra host gifts by dating a party! Have a special gift wrapped for you host. Place the special gift in the Host's hands at the beginning of the party letting everyone know that this is the hosts 2plus gift - which means, if 2 people decide to host a show, she will receive that absolutely free as an added gift. Make it fun and say something like, "So Sarah, I'm going to put this gift in your hands tonight, and I want you to rub it throughout the evening for some good luck!"
4. Overcome your guests fears that people won't come to a party by planting seeds throughout your demonstrations of the benefits this product will provide to their friends. Here are some examples...
"I just did a party in a teacher's lounge after school and this was the best selling item at the party"
"I did an office party the other day, and the ladies went crazy over this product"
"These items are always best-sellers at my bridal parties"
"This is one of my favourite products and it's actually the most popular in our fundraising package"
5. Ask everyone to have a party! How Do I Ask?
First - By using a dating talk at the end of presenting the products but before your bonus game and check out time. A dating talk is one of the most important aspects of your party for encouraging people to host a party. It's a small commercial - a call to action for them to date a party. It should go something like this...
"Ladies, I know you all have fallen in love with many of the wonderful products here this evening, and you're probably thinking to yourself that you aren't able to get everything tonight, and that generous shopping spree would be nice. Well, let me tell you how easy it is for you to get that. It takes one night out of your busy life and a handful of friends. And really ladies, why in the world wouldn't you want to have a party? I'm going to do all the work for you; it takes no more time than the time you've spent here tonight. It's easy and fun! Haven't you had fun this evening? That's how much fun we're going to have with your friends. I'm going to come in, entertain your friends, give them some great ideas. Your friends are going to appreciate you and absolutely love it. And again, why wouldn't you want to have a party? I can't imagine! So, I'm encouraging each and every one of you to say yes, and I will work with you on a date that is suitable for you and your schedule."
Second - By playing a dating game. This gets people to book a party by playing a FUN game!
Third - Follow a checkout procedure with all your customers - this is when they come to you with their order. Key Point - Never ask them, "Cathy, would you like to have a party?" Your customer at this time is deep in thought. They are contemplating their choices and how much money they want to spend. If you ask this question, they are too busy to decide and will say NO. How you want to approach your customer during check out time is to first, validate your customer for their purchase selections, "Oh Cathy, you made a great choice. I know you're really going to fall in love with it", and then lead into the 3 powerful questions:
1. So Cathy, did you have fun tonight?
2. Are there any products that you want but couldn't get tonight?
3. Do you think your friends would enjoy this experience?
When they answer yes to these questions, help them to make a decision by offering choices. For example:
"Cathy, if you were to have a party, what would work better - a weekday or a weekend?" - she says weekend
"Would you prefer a Friday night, a Saturday morning, or a Sunday afternoon?" - she says Sunday afternoon
"Would yo prefer 1pm, 2pm, 3pm?" - she says 2pm
"Great! I have Sunday, February 12 and Sunday, February 19. Would you prefer and earlier date or a later date?" - she says earlier date
"Okay, it sounds like the 12th at 2 pm sounds good for you. I would do the majority of the work, so why don't we go ahead and book it? It would help Kim (current host) and your friends will love it"
Tips at Your Parties for Securing More Datings
Don't Leave Without a Date - Even if it is only a tentative date. Do your job while you're at work. Going over the details while you're there with your potential new host will save you a lot of time and energy later on. It's not a dating until it's dated! When people say they will date without setting a date, it creates a false sense of security. You may think you have 3 datings, but unless they are scheduled on the calendar, they are meaningless.
Set Bonus Dates - This encourages people to date to receive an extra gift from you. Your bonus dates are always your 3 closest dates. You don't have to offer gifts for dating other nights because Tupperware's host program is rewarding enough. By having your dates directly on your 3 gifts, this also displays your next available dates. This allow people to look at the dates while you are assisting other customers. Let guests know that they can take a look at the available dates and choose one to bring up during the checkout process.
Don't Leave Things Open Ended - Know the dates you want to work and offer those dates, and only those dates, to your customers. Don't leave things open ended. Ask them, "Would you like Friday the 14th or Tuesday the 18th?"
Set Bonus Dates - This encourages people to date to receive an extra gift from you. Your bonus dates are always your 3 closest dates. You don't have to offer gifts for dating other nights because Tupperware's host program is rewarding enough. By having your dates directly on your 3 gifts, this also displays your next available dates. This allow people to look at the dates while you are assisting other customers. Let guests know that they can take a look at the available dates and choose one to bring up during the checkout process.
Don't Leave Things Open Ended - Know the dates you want to work and offer those dates, and only those dates, to your customers. Don't leave things open ended. Ask them, "Would you like Friday the 14th or Tuesday the 18th?"
Overcoming Common Objections at Your Parties
Choosing the most compelling words and knowing when to use them is a must for overcoming common objections and keeping your calendar full.
"Let me check with my friends first"
This is the most common objection to dating a party. But what they are really saying is, "I don't want to pick a night that no one will come." This is people's greatest fear. Nobody wants to host a party where no one shows up. But the reality of it is, they can't check with their friends without a date.
In response to this objection you would say something like this:
" I totally get where you're coming from - but to be honest, if you go to your friends with an uncommitted question, you're going to get an uncommitted answer. Like - hey do you guys want to come to a Tupperware party? And they will say when is it? And you'll say, well, I don't know. If you were to five them a date, like the 21st, they will say yes or no. And Amy, if too many people can't come that day, we can definitely move it. So why don't we go ahead and select the 21st as the option you offer your friends."
In response to this objection you would say something like this:
" I totally get where you're coming from - but to be honest, if you go to your friends with an uncommitted question, you're going to get an uncommitted answer. Like - hey do you guys want to come to a Tupperware party? And they will say when is it? And you'll say, well, I don't know. If you were to five them a date, like the 21st, they will say yes or no. And Amy, if too many people can't come that day, we can definitely move it. So why don't we go ahead and select the 21st as the option you offer your friends."
"My friends are partied out"
This is a very positive hesitation because it means that she and her neighbors are very receptive to home party shopping, and they love to do this kind of entertaining. In response to this objection you would say something like this:
"Great! It sounds like your friends love this type of entertainment. Maybe I could do something special at your party." OR "We're fairly new in this area, and most people haven't been to a Tupperware Party yet." OR "Let's date your party as soon as possible before someone in the neighborhood books something else."
"Great! It sounds like your friends love this type of entertainment. Maybe I could do something special at your party." OR "We're fairly new in this area, and most people haven't been to a Tupperware Party yet." OR "Let's date your party as soon as possible before someone in the neighborhood books something else."
"My house isn't big enough"
You may get this response if the home where the current party is being held is quite large. Your prospect may feel inadequate, so it's important to make her feel like what she has to offer is exactly what you want.
"It doesn't take much space, Mary. I can adapt to whatever setting you have. And I have found that when you're having a great time with friends, no place is too small. Plus it makes the party intimate and cozy!"
"It doesn't take much space, Mary. I can adapt to whatever setting you have. And I have found that when you're having a great time with friends, no place is too small. Plus it makes the party intimate and cozy!"
"I don't have any time - I'm too busy"
This is another very common objection. The first response would definitely be to help them weed through the busyness in their head. You may want to make a little small talk to find out what your prospect is "too busy" doing. For example, perhaps she normally works part-time and for the next week or so is putting in full-time or overtime hours, and therefore is feeling overwhelmed. If she knows she doesn't have to date for this immediate week, she may be more receptive:
"I would love to have you as a host! Busy people actually make the best hosts because they get things done, are more organized, and typically know more people. But don't worry, I'll do the majority of the work. All I ask is that you get a few of your friends together to have a good time. And honestly, it takes no more time than the time you spent here this evening."
"I would love to have you as a host! Busy people actually make the best hosts because they get things done, are more organized, and typically know more people. But don't worry, I'll do the majority of the work. All I ask is that you get a few of your friends together to have a good time. And honestly, it takes no more time than the time you spent here this evening."
"I think I just want to do a catalog party"
Catalogue parties typically won't result in the party totals that a home party will. If a guest at a party asks for a catalog party, your goal is to turn it into a mini party for her:
"Oh Melissa, that's a great idea! I have a lot of people who do catalogue parties. Do you have a lot of people at work who would like to order?"
You will always want to agree with your customer, but help steer them in a different direction:
"Why don't we set a date where I can come out and collect the orders, and you can select your free products. While I'm there, why don't you invite a few neighbors or friends over to see the collection?"
Once you frame it like this they will most likely choose a date. This gives a close date to the party as well as the opportunity for you to get additional orders through a party. People who want to host catalog parties are usually afraid no one will come. So when they hear that they only need to invite a few friends, they feel better about saying yes to hosting.
This is a win/win for you both. The host will enjoy getting together with her friends, and you will receive additional sales through a home party. Even with a smaller group in person, the home party is still typically higher than the orders your host collects from her catalog party.
"Oh Melissa, that's a great idea! I have a lot of people who do catalogue parties. Do you have a lot of people at work who would like to order?"
You will always want to agree with your customer, but help steer them in a different direction:
"Why don't we set a date where I can come out and collect the orders, and you can select your free products. While I'm there, why don't you invite a few neighbors or friends over to see the collection?"
Once you frame it like this they will most likely choose a date. This gives a close date to the party as well as the opportunity for you to get additional orders through a party. People who want to host catalog parties are usually afraid no one will come. So when they hear that they only need to invite a few friends, they feel better about saying yes to hosting.
This is a win/win for you both. The host will enjoy getting together with her friends, and you will receive additional sales through a home party. Even with a smaller group in person, the home party is still typically higher than the orders your host collects from her catalog party.
Here are Some More Common Objections and How to Overcome Them...
Following is a list of the most frequently heard objections to booking, and some responses you can learn to help potential hosts see that by working together, they will have a successful show!
1. "I'm too busy," or "It's too much trouble."
(Note: You may want to make a little small talk to find out what your prospect is "too busy" doing. For example, perhaps he/she normally works part-time and for the next week or so, is putting in full-time (or overtime) hours and, therefore, is feeling overwhelmed. If she knows she doesn't have to date for this immediate week, she may be more receptive.
If she already works full-time, perhaps you could suggest an evening show, an after-work or lunchtime show or a weekend show. If she's too busy to put her home in order before the show or to prepare refreshments, you could suggest a co-host or "double host" with one of her friends, particularly if she came with someone else to the current show. The show could be at her friend's home and she could stop by the bakery and pick up a simple dessert to serve, which will reduce the time involvement in planning the show.
Response: "You know, Sally, I've found that the busiest people make the best hosts because they know how to organize and get things done right. There's really very little preparation for a show. I'll email your invitations, and you can keep your refreshments very simple, such as cookies or brownies, cheese and crackers. Most of my hosts like a relaxed, casual atmosphere, so they just use paper plates and napkins. That way, they can enjoy the show too!"
A variation of this objection is: "My friends are all involved in so many activities, I just couldn't get them all together."
You could respond by saying: "That's why home shows are so popular these days. People are busy, and they can save time by shopping at home. Plus, you'll usually find that not everyone belongs to the same groups. So why not select a tentative date now, and if necessary, we can change it later?"
2. We're going to be out of town," or "We'll be on vacation."
(Note: The main objective here is to let your potential host know that you can work around her schedule, so that both she and the current host can benefit.)
"Oh, how wonderful! Are you going somewhere exciting?" (Show genuine interest in her plans because people usually love to talk about themselves.) "How long do you plan to stay?" (By finding out how long she will be out of town, you can then suggest a time for her show when she will be back.) "Let's see . . . since you will be gone for about ten days -- and I'm sure you'd like a few days to unpack and do some laundry -- why don't we tentatively schedule you for the week of _____? By dating your show tonight, I can give our host credit for your booking. Would a weekend or week day be better for you?"
3. "I really don't know anyone to invite."
If you have a large group in attendance at the show, utilize that to your benefit by responding, "There are probably quite a few guests here tonight who would like to attend another show. Why don't you let me help you with your guest list right now, and I know we'll have a great group!"
You could also ask your prospect if she belongs to any clubs, a church, or if she's met anyone in her neighborhood. "I can't think of a better way to meet people than by having a small show in the comfort of your own home. Perhaps you could invite a few neighbours or a mother or two of some of your children's friends. And how about your hairdresser, or one or two ladies from your church? They would probably appreciate getting to know you better too. And when you invite them, you can invite these people to bring a friend along. Would a weekend or week night be better for you?"
4. "My house is too small."
(Note: You may get this response if the home where the current show is being held is quite large. Your prospect may feel inadequate, so it's important to make her feel like what she has to offer is exactly what you want.)
"It doesn't take much space, Mary. I've done shows in mobile homes and apartments . . . and I've found that when you're having a great time, no home is too small."
5. "We've had so many home shows (or parties) in our neighborhood already."
(Note: This is a very positive hesitation because it means that she and her neighbors are very receptive to home-show shopping, and they love to do this kind of entertaining.)
"Great! It sounds like your friends love this type of entertainment. Maybe I could do something special at your show . . ." or, "We are fairly new in this area, and most people haven't been to a Tupperware show." "Let's date your show as soon as possible before someone in the neighborhood books something else!"
6. "My husband would object."
(Note: The first thing to do here is to find out exactly what her husband objects to. Maybe he's worked hard all day and finds it inconvenient to be booted out of his favorite TV spot for the evening. Perhaps he has an objection to people being invited into his home to "buy." Maybe his wife has had other shows and had an undesirable experience or didn't receive enough merchandise to make it worth her while.
Whatever the case may be, once you know his real objection, it's easier to find a solution to the problem. You could suggest having the show at a time when he's not home, so his privacy isn't interrupted. Perhaps you could suggest having it with a friend at the friend's home, or suggest an office or workplace show.
"Maybe we could plan your show during the day or on an evening when your husband is at work or plans to be away," or, "Perhaps we could have your show in the living room if he likes to have the family room to himself."
"How about inviting the husbands to your show? Shows with couples are lots of fun . . ." or, "The men could watch sports on TV while the ladies attend the show!"
7. "My friends don't have any money."
(Note: People have a tendency to judge other people's pocketbooks by their own, so it's important to turn this into a positive.
"You know, Janie, that's why Tupperware is so perfect! We have products for absolutely everyone's taste and everybody's pocketbook. The kinds of specials we have enable people to have our products without spending a fortune, and our products save people money, so we really appeal to the price-conscious consumer.
"Actually, you'd be saving your friends money by allowing them to shop in the comfort of your home. And if there are more products in our line that they want but can't afford, perhaps they would be a booking for you, and they could receive the same fabulous host benefits that you will. Besides, we'll have a great time!"
8. "We're remodeling and my home is a disaster."
(Note: This could be the exact reason many of her friends might enjoy coming to her home when the project is completed.)
"Oh, how exciting! Which room(s) are you redoing? What colors are you using?" (Be interested in her project and let her tell you about it. Most people love talking about their homes.)
"How long have you been working on it? I bet you'll be glad when you can put your things away again." (Many times by asking questions, you can tell when she anticipates finishing the project, so you can proceed with a solution.)
"Well, Mary, I'll bet your friends would love to see your lovely remodeled kitchen, so why don't we have a celebration party when your kitchen is finished? Let me give you time to get rid of the sawdust and the boxes and to get your things all organized. Let's date your show for either (next month) or (two months from now), so we can give Janie credit for the booking." (If this isn't acceptable, you might again suggest the co-hostess idea or suggest having the show at her office or a nearby restaurant.)
9. "I'd like to check with my friends to see what night would be best for them."
"Absolutely! I want the night that's best for everyone, too, but you will find, Mary, that you just won't be able to pick a night that is good for everybody. So let's select a tentative date now, and if you find that it's not a good night for the majority of your friends, I'll be happy to change it for you. But by selecting a tentative date tonight, we can give Janie credit for your booking. Now, would a weekend or week night be better for you?"
10. "When I have home shows, they never seem to turn out."
(Note: It's important to identify with this prospect and realize that if we were in her shoes, we'd probably feel the same way. But remember that when she says "they don't turn out," what exactly does she mean? Attendance was low? Sales were low? Did she experience problems with delivery of products?)
"Well, Mary, you've never had a show with me! I will work closely with you to make sure we have a great show. I'll send each of your guests a special invitation and share all the tips and hints I've learned to make your show exactly what you want it to be!"
These are perhaps the ten most frequently used objections you will hear; and many of the responses can be used for other hesitations, as well, because the general format is the same.
Become familiar and at ease with these responses, and practice using them. The more you use them, the easier it will be to overcome any objection or hesitation you hear.
1. "I'm too busy," or "It's too much trouble."
(Note: You may want to make a little small talk to find out what your prospect is "too busy" doing. For example, perhaps he/she normally works part-time and for the next week or so, is putting in full-time (or overtime) hours and, therefore, is feeling overwhelmed. If she knows she doesn't have to date for this immediate week, she may be more receptive.
If she already works full-time, perhaps you could suggest an evening show, an after-work or lunchtime show or a weekend show. If she's too busy to put her home in order before the show or to prepare refreshments, you could suggest a co-host or "double host" with one of her friends, particularly if she came with someone else to the current show. The show could be at her friend's home and she could stop by the bakery and pick up a simple dessert to serve, which will reduce the time involvement in planning the show.
Response: "You know, Sally, I've found that the busiest people make the best hosts because they know how to organize and get things done right. There's really very little preparation for a show. I'll email your invitations, and you can keep your refreshments very simple, such as cookies or brownies, cheese and crackers. Most of my hosts like a relaxed, casual atmosphere, so they just use paper plates and napkins. That way, they can enjoy the show too!"
A variation of this objection is: "My friends are all involved in so many activities, I just couldn't get them all together."
You could respond by saying: "That's why home shows are so popular these days. People are busy, and they can save time by shopping at home. Plus, you'll usually find that not everyone belongs to the same groups. So why not select a tentative date now, and if necessary, we can change it later?"
2. We're going to be out of town," or "We'll be on vacation."
(Note: The main objective here is to let your potential host know that you can work around her schedule, so that both she and the current host can benefit.)
"Oh, how wonderful! Are you going somewhere exciting?" (Show genuine interest in her plans because people usually love to talk about themselves.) "How long do you plan to stay?" (By finding out how long she will be out of town, you can then suggest a time for her show when she will be back.) "Let's see . . . since you will be gone for about ten days -- and I'm sure you'd like a few days to unpack and do some laundry -- why don't we tentatively schedule you for the week of _____? By dating your show tonight, I can give our host credit for your booking. Would a weekend or week day be better for you?"
3. "I really don't know anyone to invite."
If you have a large group in attendance at the show, utilize that to your benefit by responding, "There are probably quite a few guests here tonight who would like to attend another show. Why don't you let me help you with your guest list right now, and I know we'll have a great group!"
You could also ask your prospect if she belongs to any clubs, a church, or if she's met anyone in her neighborhood. "I can't think of a better way to meet people than by having a small show in the comfort of your own home. Perhaps you could invite a few neighbours or a mother or two of some of your children's friends. And how about your hairdresser, or one or two ladies from your church? They would probably appreciate getting to know you better too. And when you invite them, you can invite these people to bring a friend along. Would a weekend or week night be better for you?"
4. "My house is too small."
(Note: You may get this response if the home where the current show is being held is quite large. Your prospect may feel inadequate, so it's important to make her feel like what she has to offer is exactly what you want.)
"It doesn't take much space, Mary. I've done shows in mobile homes and apartments . . . and I've found that when you're having a great time, no home is too small."
5. "We've had so many home shows (or parties) in our neighborhood already."
(Note: This is a very positive hesitation because it means that she and her neighbors are very receptive to home-show shopping, and they love to do this kind of entertaining.)
"Great! It sounds like your friends love this type of entertainment. Maybe I could do something special at your show . . ." or, "We are fairly new in this area, and most people haven't been to a Tupperware show." "Let's date your show as soon as possible before someone in the neighborhood books something else!"
6. "My husband would object."
(Note: The first thing to do here is to find out exactly what her husband objects to. Maybe he's worked hard all day and finds it inconvenient to be booted out of his favorite TV spot for the evening. Perhaps he has an objection to people being invited into his home to "buy." Maybe his wife has had other shows and had an undesirable experience or didn't receive enough merchandise to make it worth her while.
Whatever the case may be, once you know his real objection, it's easier to find a solution to the problem. You could suggest having the show at a time when he's not home, so his privacy isn't interrupted. Perhaps you could suggest having it with a friend at the friend's home, or suggest an office or workplace show.
"Maybe we could plan your show during the day or on an evening when your husband is at work or plans to be away," or, "Perhaps we could have your show in the living room if he likes to have the family room to himself."
"How about inviting the husbands to your show? Shows with couples are lots of fun . . ." or, "The men could watch sports on TV while the ladies attend the show!"
7. "My friends don't have any money."
(Note: People have a tendency to judge other people's pocketbooks by their own, so it's important to turn this into a positive.
"You know, Janie, that's why Tupperware is so perfect! We have products for absolutely everyone's taste and everybody's pocketbook. The kinds of specials we have enable people to have our products without spending a fortune, and our products save people money, so we really appeal to the price-conscious consumer.
"Actually, you'd be saving your friends money by allowing them to shop in the comfort of your home. And if there are more products in our line that they want but can't afford, perhaps they would be a booking for you, and they could receive the same fabulous host benefits that you will. Besides, we'll have a great time!"
8. "We're remodeling and my home is a disaster."
(Note: This could be the exact reason many of her friends might enjoy coming to her home when the project is completed.)
"Oh, how exciting! Which room(s) are you redoing? What colors are you using?" (Be interested in her project and let her tell you about it. Most people love talking about their homes.)
"How long have you been working on it? I bet you'll be glad when you can put your things away again." (Many times by asking questions, you can tell when she anticipates finishing the project, so you can proceed with a solution.)
"Well, Mary, I'll bet your friends would love to see your lovely remodeled kitchen, so why don't we have a celebration party when your kitchen is finished? Let me give you time to get rid of the sawdust and the boxes and to get your things all organized. Let's date your show for either (next month) or (two months from now), so we can give Janie credit for the booking." (If this isn't acceptable, you might again suggest the co-hostess idea or suggest having the show at her office or a nearby restaurant.)
9. "I'd like to check with my friends to see what night would be best for them."
"Absolutely! I want the night that's best for everyone, too, but you will find, Mary, that you just won't be able to pick a night that is good for everybody. So let's select a tentative date now, and if you find that it's not a good night for the majority of your friends, I'll be happy to change it for you. But by selecting a tentative date tonight, we can give Janie credit for your booking. Now, would a weekend or week night be better for you?"
10. "When I have home shows, they never seem to turn out."
(Note: It's important to identify with this prospect and realize that if we were in her shoes, we'd probably feel the same way. But remember that when she says "they don't turn out," what exactly does she mean? Attendance was low? Sales were low? Did she experience problems with delivery of products?)
"Well, Mary, you've never had a show with me! I will work closely with you to make sure we have a great show. I'll send each of your guests a special invitation and share all the tips and hints I've learned to make your show exactly what you want it to be!"
These are perhaps the ten most frequently used objections you will hear; and many of the responses can be used for other hesitations, as well, because the general format is the same.
Become familiar and at ease with these responses, and practice using them. The more you use them, the easier it will be to overcome any objection or hesitation you hear.
Over the Phone
Keep a list of past hosts, customers who may have a party later, friends, relatives, neighbours, co-workers and other people you do business or activities with. Use your customer information slips to call those who attended past parties. Make calls consistently each week to fill in party dates that were postponed and to generate extra business. (See The Power Hour )
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Click on printable links for appropriate phone scripts.
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Creative Datings
Creative Datings are literally everywhere and can generate new and fresh party chains for you. Let everyone know what it is you do, and create your own "commercial" about your business. When you’re going about your daily activities, talk to everyone! Always be ready to date... have business cards, a catalogue or brochure handy, and always know your next two available dates!
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Click on the printable links for some great Creative Dating Ideas.
Click on the files for related printable documents. |
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